About this Course

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Learner Career Outcomes

28%

started a new career after completing these courses

26%

got a tangible career benefit from this course

15%

got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 16 hours to complete
English

Skills you will gain

Strategic NegotiationsCommunicationNegotiationDecision Tree

Learner Career Outcomes

28%

started a new career after completing these courses

26%

got a tangible career benefit from this course

15%

got a pay increase or promotion
Shareable Certificate
Earn a Certificate upon completion
100% online
Start instantly and learn at your own schedule.
Flexible deadlines
Reset deadlines in accordance to your schedule.
Approx. 16 hours to complete
English

Offered by

Placeholder

University of Michigan

Syllabus - What you will learn from this course

Content RatingThumbs Up98%(91,164 ratings)Info
Week
1

Week 1

2 hours to complete

Welcome to Successful Negotiation!

2 hours to complete
2 videos (Total 24 min), 7 readings
2 videos
Introduction to the University of Michigan11m
7 readings
Course Focus10m
How to Succeed in This Course10m
Earning a Course Certificate10m
Help us learn more about you!10m
About the Professor10m
Syllabus10m
Suggested Readings10m
Week
2

Week 2

4 hours to complete

Prepare: Plan Your Negotiation Strategy

4 hours to complete
10 videos (Total 147 min), 4 readings, 1 quiz
10 videos
A Position Based or Interest Based Negotiation8m
A Dispute Resolution or Deal Making Negotiation?17m
Analyzing the Negotiation19m
Your BATNA in a Dispute Resolution Negotiation14m
Using Decision Trees to Complete Your BATNA Analysis9m
Cross-Cultural Negotiations16m
How to Handle Ethical Issues15m
General Ethical Standards14m
Using Agents in Negotiations17m
4 readings
After completing this module, you will be able to...10m
Suggested Readings10m
Assess Your Negotiating Style10m
Checklist of Ethical Standards and Guidelines10m
1 practice exercise
Show What You Know30m
Week
3

Week 3

3 hours to complete

Negotiate: Use Key Tactics for Success

3 hours to complete
9 videos (Total 96 min), 4 readings, 1 quiz
9 videos
Using Power in Negotiations15m
Introduction to Psychological Tools; Mythical Fixed Pie Assumption12m
Psychological Tools: Anchoring8m
Psychological Tools: Overconfidence12m
Psychological Tools: Framing7m
Psychological Tools: Availability5m
Psychological Tools: Escalation15m
Psychological Tools: Reciprocation, Contrast Principle, and Big Picture Perspective10m
4 readings
After completing this module, you will be able to...10m
Suggested Readings10m
Developing Your Negotiating Power10m
Checklist of Psychological Tools10m
1 practice exercise
Show What You Know30m
Week
4

Week 4

2 hours to complete

Close: Create a Contract

2 hours to complete
6 videos (Total 76 min), 3 readings, 1 quiz
6 videos
Sources of Contract Law10m
Creating Contracts: The Agreement13m
Creating Contracts: Consideration and Legality8m
Creating Contracts: Writing Requirements19m
Business vs. Legal Objectives in Contracting17m
3 readings
After completing this module, you will be able to...10m
Suggested Readings10m
Contract Law Checklist10m
1 practice exercise
Show What You Know30m

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